Our client has created a new role for a Solutions Account Manager in Italy to sell a broad range of solutions aimed at "Smart Buildings". We are looking for a sales "hunter".

1. Solutions Account Manager, Smart
Buildings - Italy
www.collingwoodsearch.co.uk
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OPPORTUNITY
For a Global Industrial Technology Business

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COMPANY
Our US-headquartered client is at
the centre of the global
transformation to a connected world.
It is a signal transmission solutions
provider delivering connectivity,
networking and cybersecurity
solutions. The business is organised
across two major platforms:
Industrial and Enterprise Solutions.
Its high-level strategy is to move
from Product sales to Solutions Sales
through strategically important
products. It is pursuing organic and
inorganic opportunities in fast-
growing regions.
Is listed on the NYSE
o Is fast-paced, deeply entrepreneurial and with a long heritage. The culture is commercially
driven with continuous improvement a way of life
o Is generating year-on-year revenue growth, EBITDA in turn is increasing year on year
o Have invested over one billion dollars in acquisitions in recent years
o Has capitalised lean techniques which has driven impressive productivity gains
o Has leaders who are sophisticated influencers and operators yet are hands-on. There are
no ‘ivory towers’
o Is currently capitalisting on several key growth opportunities within Industrial
Automation, Smart Buildings, Broadband and 5G and Cybersecurity.
o Has talent development plans that are robust, realistic, supportive and serve high
potential staff members with diverse aspirations
o Generates revenues in the $2B to $3B range and EBITDA runs into the hundreds of
millions
o Has multiple “Best Place To Work” accredited offices.
o Is supportive of employees pitching new ideas/services that they could offer
Our client:
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3. ROLE CONTEXT
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Summary of role:
The Solution Sales Account Manager will focus on demand creation within their assigned Vertical. The SAM will be responsible for
identifying and developing high potential targets whose business aligns with the Global Smart Building Commercial Plan. The SAM
will leverage their industry and client relationships within the vertical utilizing the Client portfolio. The SAM is responsible for
coordinating all aspects of negotiating, proposing, and delivering favorable customer outcomes to target clients with their region or
target account base, unless otherwise stipulated.
Reason for recruitment:
• Having researched and reviewed the high potential for growth throughout the region in Smart Buildings
across industry verticals – hospitality, healthcare and stadiums, the client is looking to drive significant growth
in these areas.
Reports To:
• Managing Director for Smart Buildings EMEA.

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KEY
RESPONSIBILITIES
Develop and Execute the Client’s Commercial Vertical Strategy, as approved by Director, Global Accounts and VP Sales,
Smart Buildings. Implement defined sales process, deploy programs and deliver outcomes pursuant to Revenue Target.
Develop and Implement sales strategies to identify and secure business in the Assigned Vertical with targets based in the
assigned region, unless otherwise stipulated.
Utilize professional consultative sales approach to conduct needs analysis and evaluate proper resource engagement
Build and manage a funnel of Vertical Opportunities using Salesforce.com to provide visibility to senior leaders regarding
progress
Collaborate with Application Engineers to develop unique and customizable solutions utilizing any number of supporting
successful customer outcomes
Establish relationships with Channel Account Managers in region in an effort to develop an effective Channel Strategy
incorporating Contractors, Integrators, Consultants or Supply Chain Partners
Expand business within other Regions, utilizing Standard Work, QAP and Vertical Deliverables to train other Regional
SAM’s to sell Smart Building systems into assigned Vertical
Collaborate with Marketing and Product Line Management to maximize volume, mix & margin
Serve as a key member within the Smart Buildings Sales Team, contributing to strategic direction, program development
and customer relationship within targets
Drive Partner friendly strategies consistent with the Company Strategic Plan to enhance market/product intelligence as
well as volume sales
Provide regular feedback to senior management on sales potential and other important activities within market
responsibilities
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CANDIDATE
PROFILE
A Sales Hunter with solutions or systems sales experience
Skilled at building and managing relationships with multiple stake holders across
verticals
Experience speaking to C Suite Executives.
Knowledge and prior experience selling to key stakeholders in the hospitality,
healthcare or stadium verticals.
Excellent communication and presentation skills.
Ability/willingness to travel up to 50%.
College degree preferred.
Ideal candidate will reside in Italy.
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New Business Development: Individual Contributor Responsible for Revenue Delivery
Leading the Partnership with Field Sales: Engage with the RSD’s and Channel
Account Mangers to engage in Selling Strategies (in person and virtually) with their target
customers as well as the customers targeted in New Business Development funnel
Implement Strategic Vertical Action Plan: SAM Vertical QAP & Action Plan
Adhere to elements of SuccessFactors Standard Work for SAM’s, SFDC Standard
Work for Opportunity Management and Forecasting
The SAM Role Encompasses Four Principal Elements:

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AND IN RETURN...
Collingwood has partnered this technology business for over 15 years now. They have a history of
attracting the best talent in the market and driving career development for these individuals.
The focus is on finding the highest calibre candidate and subsequently the salary banding is broad,
the best candidates can be confident that a strong offer will be made.
The package will comprise of a basic salary, bonus and other standard benefits.
Bonus very much rewards individuals that over-achieve on targets, with substantial accelerators in
place.

8. FIND OUT MORE
For further details on the company and this exciting
role, please contact
Keri Gray at Collingwood who will be happy to share further
insight.
01829 700985 | ext 2005
Keri.Gray@collingwoodsearch.co.uk
http://ww.collingwoodsearch.co.uk/
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